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If You Build It, Will They Come???

October 7, 2009 · 1 Comment 

This may work in a movie about a baseball diamond in Iowa. But when it comes to selling products or services in the real world, it’s a different story. The Setup… By necessity, sales people have to learn the many features of what they sell. Most sales training revolves around what the product or service does. Sales collateral and presentations come out of the marketing department packed with bulleted lists and feature descriptions. The result: many sales people fall in love. In love with every detail, every nuance... [Read the full story]

Networking is the “Cold Call” of the 21st Century

October 15, 2009 · 1 Comment 

A mainstay in the sales toolbox, cold calling, just doesn’t work anymore. Three major social changes are the cause: 1) The High-Stress Lifestyle We juggle work pressures, family responsibilities, and community commitments 24/7/365. In between, we fight the traffic, gobble fast food, and multi-task our days away. All this adds up to stress—89% of Americans report that they often experience high levels of stress. In this type of atmosphere, how does the average business person look upon a cold call? At best as an interruption... [Read the full story]

Looking for Love in All the Wrong Places

October 15, 2009 · Leave a Comment 

Too often, networking is a complete waste of time. People sign up for all kinds of networking events, attend morning, noon, and night, and think they are accomplishing something. But if you are not getting profitable business from these events, it’s time to stop and reevaluate. You may be joining the wrong groups, working the wrong events, or talking to the wrong people. The wrong groups Many people become members of the local chamber of commerce or professional association because it’s nearby, they know someone there,... [Read the full story]

Will the Mystery Guest Please Sign In?

October 15, 2009 · Leave a Comment 

During the sales process, if a person you don’t know appears on the scene, STOP EVERYTHING until you find out who they are, what role they’re playing, and what is important to them. Sometimes the mystery guest appears in person, other times only by reference. For example, you might be discussing the decision process. “…then, we just have to pass it by Jack,” you are told. “Jack” could be legal, accounting, finance, the board, a family member, or someone else you never would have imagined being involved. Pay... [Read the full story]